In this episode of All Things Negotiation, host Stan Christensen interviews Dan Springer, former CEO of Docusign, and an entrepreneur successful at running both private and public companies. They discuss the intricacies of negotiation in both personal and professional contexts, the importance of playing the long game in career negotiations, and the dynamics of understanding multiple parties involved in negotiations. Dan shares insights on balancing short-term and long-term goals, frameworks for effective negotiation, and the significance of feedback in employee engagement. The conversation also delves into the role of venture capitalists, conflict resolution in negotiations, and personal reflections on negotiation style.

Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

Chapters

(00:00) Introduction

(01:19) Learnings from Harvard about Negotiation

(04:05) The Long Game in Career Negotiations

(07:59) Understanding the Parties in Negotiation

(14:35) Balancing Short-term and Long-term Goals in Negotiation

(18:59) Dan’s Career Journey and Lessons Learned

(21:48) Employee Feedback and Engagement

(24:34) Negotiating the Sale of Docusign to Oracle

(28:56) The Role of Venture Capitalists

(38:31) Leveraging Employee Feedback as a CEO

(36:06) Personal Reflections on Negotiation Style

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